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Tim Carroll joins Chuck to share expert strategies for technicians transitioning to sales roles or starting their own low-voltage businesses, providing practical wisdom from his 25 years of industry experience and his book "Sales by the Book."

• Everyone is a salesperson, especially technicians who represent the company to customers
• ICT sales differ from other industries due to complex channels involving consultants, architects, contractors, manufacturers, and end users
• Avoid "product dumping" and focus first on discovery to understand customer pain points
• The four anchors of successful sales: persistence, patience, integrity, and attitude
• Sales professionals need thick skin and should understand "no" often means "not yet"
• Build your personal brand based on integrity and consistently delivering on promises
• Warm referrals produce better results than cold calling
• Network with adjacent trades like electrical contractors, office furniture companies, and real estate managers
• Use storytelling to demonstrate how you've solved similar problems for other customers
• Technical knowledge is a significant advantage when complemented with good sales skills

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Chuck Bowser RCDD TECH
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